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• Understanding how your business and your retailers generate and report on income and profit​
• Introducing the terminology and methodology of basic trade maths calculations into your everyday thinking​
• Teach delegates how to do basic retail maths equations and use them to support robust commercial proposals that positively influence the P&L​
• Engage with more confidence in commercial discussions with sales/key account teams

• Key Account Managers
• Customer teams
• Sales teams (Divisional and Regional Managers)
• Buyers

• 1 day in workroom or onlin
• Trade Maths specialist facilitator
• 10 to 12 people per group

• Understand the commercials of customer management:
• Ability to do calculations of 
  • Mark-up
  • Gross margin & blended margin 
  • Gross profit
• Cognisance of the customer’s need to generate profit, cash & volume
• Be able to read & understand income statements
• Understand the impact of price & volume changes on profit (price increases & promotions with calculations)
• Understand the difference between front & back margin
• Knowledge of and ability to calculate  key trading efficiency levers to influence top & bottom line
• Get a view of the effect of stock management on profitability – with an understanding of the formulae to calculate
• Ability to build commercial propositions

The Context

• The retail mission

Customer profitability calculation

• Profit, Margin and Mark-up​
• The Impact of Price Changes​
• Contribution to Margin, Margin Mix (Promotional Impact)​

The Income Statement

• Understanding the P&L​
• Impacting the P&L​
• Key Stock Management Measures​
• Promotional Effectiveness​

Building Commercial Propositions 

• Putting it all together
• Action planning